TRAINING PORTFOLIO

Our driven experts have created different sets of procurement programs for every procurement professional. With these different programs, we are able to create training courses that fit directly into the different competences you need as a procurement professional. With our expertise in 16 industries we are able to adapt every training into your perspective. With our help, we can create tailor made training courses that you and your team can apply in their daily work environment.

Procurement Competence Programme

Our Procurement Competence Programme has been created for procurement professionals who are eager to specialise themselves and their team to their best. With our training courses within this programme every aspect will be talked through to provide direct knowledge about procurement that can be used in their daily work objectives.

  • Operational Procurement – 2 days
  • Sourcing – 2 days
  • Negotiating Like a Pro – 2 days
  • Cost Reduction and Cash Optimization – 2 days
  • Contract Supplier Management – 2 days
  • Business Engagement – 2 days

Operational Procurement – 2 Days

 
Summary

‘Operational Procurement’ is an introductory course that familiarises everyone involved in the procurement process quickly and easily with the business of procurement. The training course gives a broad insight into the procurement life-cycle, the roles and responsibilities of the people involved, the terminology used in this activity, the prevailing processes and the tools used. Used cases, best practices and exercises enrich the training. At the end of the course the participants can get to work, motivated and con dent and armed with directly applicable tips and tricks.

This course is geared to newcomers to procurement, junior buyers with initial procurement experience (less than 1 year), procurement and management assistants, staff working in Production, Maintenance, Facilities, R&D, Marketing, HR, etc. In short: anyone who occasionally or regularly comes into contact with ‘procurement’ or who maintains commercial contacts with suppliers.

What subjects are covered?

  • What is a procurement request?
  • What is an RFI, RFP, RFQ?
  • What are specifications and why are they important?
  • How do I ask for a price?
  • What should I watch out for in an offer?
  • Where does my role as an operational buyer begin and end?
  • What is a contract?
  • What are procurement terms & conditions?
  • What are often-used ‘selling tricks’?
  • How do I recognise them?
  • How do I react to them?
  • What types of sales pro les are there, and how do I deal with each of them?
  • How do I negotiate on the phone?

Sourcing - 2 days

 

Summary
‘Sourcing’ can be considered as a follow-up course to the ‘Operational Procurement’ course. This course gives participants an insight into the various facets of a professional sourcing procedure, starting with the specification process, the selection process, contracting and ending with aftercare and contract management. During the course, we go more deeply into the person’s own procurement maturity and we teach how growth scenarios can be recognised. We practise drawing up segment and category plans and developing simple procurement and negotiation strategies. Finally, the course gives the first elements in drawing up a legally- valid contract, concluding a Service Level Agreement and developing a Supplier-Performance Dashboard. Used cases, best practices and exercises ensure the right balance between theory and practice.

Who should take this course?

Whether following on from the ‘Operational Procurement’ course or considered separately, this programme is geared to buyers with one to three years’ experience or non-buyers who regularly implement important sourcing procedures but whose theoretical knowledge has to be scaled up. The course is also geared to operational buyers who are presently developing towards a more tactical procurement job.

What subjects are covered?

  • What is a segment and category plan?
  • What procurement strategies are there?
  • What is a Kraljic matrix?
  • When do I use a portfolio analysis and what do I learn from it?
  • How does a tactical procurement process proceed?
  • What are the roles of the tactical buyer?
  • What is the role of the internal stakeholders?
  • How do I ensure a clearly defined set of specifications?
  • How do you carry out a market survey?
  • How do you construct and write an RFI, RFP or RFQ? What are price matrices?
  • How do you evaluate an offer?
  • What is Total cost of Ownership (TCO)?
  • How can I gain insight into the price and cost construction?
  • How do I conclude a valid contract?
  • What are the building blocks of a contract?
  • What are the general procurement terms & conditions and their importance?
  • What are performance indicators?
  • What is a Service Level Agreement?
  • How do you make a plan for evaluating a supplier’s performance?

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Negotiating Like A Pro – 2 days

 
Summary

‘Negotiating Like a Pro’ teaches people to negotiate practically and interactively with self-confidence and the necessary theoretical elements. The course provides a set of handy and practical negotiation techniques that can be deployed in tactical and semi-strategic procurement situations. Interactive role play gives participants the opportunity to practise these techniques.

The course teaches participants how best to prepare themselves, to recognise power and how to deal with it, to choose the right negotiating style, to deploy the right tactics, to recognise dirty tricks and how to communicate effectively, both verbally and non-verbally. During this course, participants will gain insight into their personal negotiating style and what aspects need to be improved.

Who should take this course?

This course is geared to the inexperienced buyer- negotiator who is looking for theoretical and practical knowledge, as well as the mid- and senior buyer- negotiator with practical experience but without theoretical knowledge who wants to improve or enrich himself. The course is also suitable for all non-procurement professionals who negotiate with suppliers occasionally or frequently.

What makes this course unique?

This is a workshop by and for buyers. Participants negotiate in procurement and sales teams during role play, based on real-life cases from your industry. The trainer assists and coaches the participants during, before and after the exercises. After the role play, the recordings are discussed. At the end ofthe course the participants evaluate and commenton the results and they decide what aspects need tobe improved. To create an optimum effect from the programme, people work in small groups of no more than 10 participants, so that everyone can take part and get direct and personalised feedback from the trainer.

What subjects are covered?

  • What is negotiating?
  • How do I prepare myself for it?
  • What makes me strong before, during and after the negotiation?
  • How does a strategic negotiation proceed?
  • What is a BATNA?
  • How do I make a negotiation plan?
  • What is a conflict and how do I deal with it?
  • What negotiating styles are there and when do I apply which style?
  • What is my own style?
  • What is the effect of my style on the other party?
  • What is power?
  • What sources of power can I draw on?
  • What are the tactics and dirty tricks that are used?
  • How and when do I use them?
  • How do I arm myself against them?
  • •What is the effect and importance of communication?
  • How do I communicate efficiently?
  • What are typical verbal pitfalls?
  • What is the importance of non-verbal behaviour?
  • What types of non-verbal behaviour are there?
  • What can I deduce from them?

Cost Reduction and Cash Optimisation – 2 days

Summary

Nowadays, the total procurement budget for goods and services can easily rise to 70% or more of the total company turnover. So, it’s logical that if margins are to be secured, better cost management is one of the first things we should look at. For this reason, cost reduction techniques, cost analysis and clever cash management are the best tools for achieving important improvements in operating profits. What cost reduction techniques are there? When is which technique recommended? How is a price arrived at? How do I achieve clarity in the composition of the costs of my product or service? What is cash flow and its importance? Answers to these questions in combination with examples and practical exercises are the subject of this enriching two-day course.

Who should take this course?

This course is geared to buyers and all other professionals in the procurement decision-making process or those who bear responsibility for implementing cost reduction programmes relating to procurement goods, services and investments.

What subjects are covered?

  • What is a price?
  • How is a price arrived at?
  • What makes a price change?
  • What types of prices are there?
  • What are price indices and what is price volatility?
  • What details of understanding prices and costs do you aspire to?
  • What analytical methods do you use?
  • What is break-even and contribution margin?
  • What cost accounting techniques are there? How does a cost reduction programme work in practice?
  • What techniques should be adopted, and when?
  • What is the DuPont effect?
  • What is cost modelling, and when do you apply it?
  • What is Total cost of Ownership?
  • How do you make a TCO analysis?
  • How do you make a balance sheet analysis?
  • How do you influence the company balance sheet?
  • What is COGS, Operating result, EBIT, EBITDA ...?
  • What ratios are there, and which must you follow up?
  • What is working capital and WACC?
  • How do you do a cash flow optimisation?
  • What financing methods and payment terms do you opt for?
  • How do you value your stocks?

Contract and Supplier Management – 2 days

Summary

Good agreements make good friends. Ensuring the success of procurement agreements, by means of clearly defined contracts, Service Level Agreements (SLAs) and vendor ratings, is an integral element of the modern procurement professional’s tasks.He is also responsible for establishing, maintaining and strengthening relations with suppliers in order to create (mutual) benefit and value as much as possible during the lifetime of the contract.

The contract and Supplier Management course teaches you what to be aware of if you want to implement and integrate one or both in your daily procurement policy: What is it exactly? What does it involve? How should I approach it? What pitfalls must I avoid? What is the result? ...

Who should take this course

This course is geared to procurement and other professionals involved in negotiating, drawing up, managing, evaluating and following up contracts and Service Level Agreements (SLAs): buyers, contract managers, supplier managers and service level managers.

What subjects are covered?

  • What is contract management?
  • What does the contractual framework consist of?
  • A few general legal terms?
  • What are the building blocks of a clearly defined contract?
  • What parallels and differences are there in the use of general conditions and special conditions (contract)?
  • How do you draw up a procurement contract and what are its typical clauses?
  • What is an SLA and how is it created?
  • What does a good SLA consist of?
  • Who does what?
  • how are SLAs negotiated?
  • What is the relationship between SLAs and supplier management?
  • What are the basic principles of professional supplier management?
  • How is it implemented?
  • What is the result?
  • Who does what?
  • The following are also examined: the do’s and don’ts, the KPI and performance dashboards, the communication of performance and performance measurement as steps toward continuous improvement.

Business Engagement Skills - 2 days

 
Summary

The procurement landscape is continually changing.This requires procurement professionals with the right technical and interpersonal knowledge and skills.The bar is constantly being set higher. They have to be communicative, resilient and creative, show leadership and innovation and push for change. Hence, well- trained and skilful buyers with the right interpersonal and communicative attributes in combination with high change-content make an important contribution to the competitiveness and commercial strength of your company.

The ‘Business Engagement Skills’ course gives an overview of techniques, tools and skills to make buyers more efficient in their dealings with fellow- buyers, internal clients, and all kinds of other stakeholders and suppliers.

What interpersonal and communication skills should buyers have today? How can you exert effective influence? How do you stimulate cooperation with stakeholders and internal clients? How do you communicate and present yourself convincingly? How do you facilitate meetings and teams? How do you deal with a conflict? How do you communicate? How do you recognise other styles and how do you react to them?

Who should take this course?

The course is geared to all procurement professionals who are dependent for the results of their work on their interpersonal e effectiveness, the degree of stakeholder buy-in and the quality of inter-staff cooperation with, for example, R&D, Production, Operations, Logistics, Facilities, Maintenance, Legal, Finance, hr, Sales & Marketing, etc.

What subjects are covered?

  • What are the skills that buyers need today?
  • What influencing techniques are there?
  • What is my own favourite technique?
  • When do I use which technique?
  • What is stakeholder mapping and what is it used for?
  • How do you make a communication plan?
  • What do you communicate with whom and how?
  • What sources of power are there in a company?
  • What are your personal sources of power?
  • How do you connect with internal clients?
  • What motivates a person and what makes someone step back?
  • How do you deal with a conflict?
  • How do you recognise your personal style in the other person and what do you decide from it?
  • What are the building blocks, tools, do’s and don’ts in a stakeholder interview?
  • How do you extract a buy-in and formalise your network of support?
  • How do you get the attention of stakeholders?
  • What is an elevator pitch?
  • How do you organise and facilitate the working of your team and project?
  • How do you run efficient meetings?
  • How do you organise decision-making?

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